It's important to know the difference between one customer's needs and another's. Associate Consultant Dan Horan recently wrote about this in a guest post for Modern Distribution Management, What Motivates Your Customers to Buy More?
Horan outlines three ways distributors can segment their customer base:
The last is the most valuable because it takes into account a buyer's needs and motivation. It is however one of the most difficult for distributors to achieve.
Read more about behavioral segmention in this post: What Motivates Your Customers to Buy More?
Questions about segmentation? Contact Dan Horan at email@example.com.